Course description
Sales Management
On this course you'll learn to create an effective sales team; promote effective sales performance through training, evaluations, and sales meetings; manage sales territories through strategy and reviews; understand and develop forecasts for sales revenue; and motivate sales teams through compensation and other tactics.
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Upcoming start dates
Suitability - Who should attend?
This course is targeted to sales professionals within any industry.
Outcome / Qualification etc.
Upon successful completion of this course, students will be able to:
- Create an effective sales team
- Promote effective sales performance
- Manage sales territories through strategy and reviews
- Understand and develop forecasts for sales revenue
- Motivate sales teams.
Training Course Content
Chapter 1: Effective Sales Teams
- Managing Sales
- Guidelines for Successful Selling
- Selecting Sales Professionals
- Interviewing Candidates
- Building Relationships
- Building Trust in Sales Teams
Chapter 2: Effective Sales Performance
- Training Sales Professionals
- Effective Training
- Sales Performance
- Planning for a Performance Evaluation
- Conducting Performance Evaluations
- Sales Meetings
- Setting Goals During Sales Meetings
Chapter 3: Managing Sales Territories
- Territory Strategy
- Conducting Territory Reviews
Chapter 4: Forecasting Sales Revenue
- Understanding Sales Forecasts
- Developing Forecasts
Chapter 5: Motivating Sales Teams
- Motivating Sales Professionals
- Sales Compensation Plan
- Benefits of a Sales Compensation Plan
- Increasing Motivation Levels
- Measuring Motivation Levels
- Actions to Increase Motivation Levels
- Improving Sales Performance
- Following Up on Substandard Performance
Course delivery details
Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities
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Training at 15 locations, Your Office or Live Virtual
Expenses
Course fee: £248.00 + VAT